The sales manager as a growth engine

The role of the sales manager - the key to sales development

In the podcast We Love Sales People - Sales Conversations, Jonas Olofsson and Fredrik Alkell, Sales Expansion Specialist at Adviser Partner, discuss why the sales manager is often the most underrated resource in a company. But also the most crucial - when used correctly.

The role of the sales manager is not about administration - it's about leading, developing and energizing.

1. Develop the sales team - every week

• The most important thing a sales manager does is to develop their salespeople. According to Fredrik Alkell, the most common mistake is getting caught up in reporting and firefighting - at the expense of team performance.

"It's when the wind blows that you see who is really a sales manager," says Fredrik.

It's about coaching, training and giving feedback - systematically. Following a clear playbook where improvement, engagement and results go hand in hand.

2. Sales meetings that create responsibility and drive

• The weekly meeting is the sales manager's most important tool. When used correctly, it builds both responsibility and energy. The structure of Adviser Partners:

  • Back to the top: What did we deliver last week?

  • Theme: What are we training on right now?

  • Moving forward: What should we achieve by the next meeting?

  A crucial step: let the seller formulate their own goals. This dramatically increases accountability.

  Tip: Hold the meeting on Monday morning. Early, consistent - and always with the right charge.

3. Energy is contagious - from leader to team

• An effective sales meeting is more than items on an agenda. It is a platform for energy transfer. What leaves the room when the meeting ends?

"A sales meeting should feel like being in a playoff game. Not like another routine meeting," says Fredrik.

The sales manager is the energizer of the team. The one who coaches from the sidelines - but celebrates with the team. It's about creating a culture where success is contagious and every win counts.

Creating a winning sales pipeline

Want to build a sales team that performs - week after week? Here are some closing tips from Adviser Partner:

• Use a physical sales board to visualize progress.

• Plan sales meetings annually - for continuity and control.

• Keep the theme current and relevant - every time.

• Build a culture where coaching, praise and feedback are commonplace.

By embracing these trends and creating a proactive sales strategy, you can ensure your business succeeds in the 2025 sales landscape.

Do you want to develop your sales team?

Want to see how the Way of Sales and our approach can strengthen your sales management? Book a call with one of our Sales Expansion Specialists.
Email us at expansion@adviser-partner.se
or find contact details for our coaches at www.adviser-partner.se